Principal Win-Loss Program Leader

NetApp•Vienna, NY

About The Position

We are seeking a highly strategic and data-driven leader to own and scale NetApp’s global Win-Loss Program within Revenue Operations. This role will operate as a business-critical function to deliver actionable insights that directly influence GTM strategy, competitive positioning, and revenue outcomes. As the program owner, you will act as a cross-functional orchestrator and challenger, driving rigorous analysis, establishing enterprise-wide processes, and translating insights into measurable business impact. This role directly enables NetApp to compete more effectively, improve execution, and increase win rates by embedding a data-driven understanding of customer decisions and competitive dynamics into every layer of the GTM engine.

Requirements

15+ years of overall experience required with 10+ years in Revenue Operations, Sales Strategy, Analytics, or related field
Proven experience driving cross-functional transformation programs in a global environment
Strong background in data-driven insights, competitive analysis, and GTM strategy
Strategic thinker with the ability to connect data to business outcomes
Strong influencing skills across senior stakeholders without direct authority
Ability to translate complex analysis into clear executive narratives
Deep understanding of sales processes, pipeline management, and forecasting
Acts as a challenger and truth-teller, grounding decisions in data and insights
Drives accountability, process rigor, and measurable outcomes
Operates at both strategic and operational levels, owning end-to-end impact

Responsibilities

Build and Orchestrate the NetApp Win-Loss Program: Design, implement, and institutionalize a standardized, global Win-Loss framework across all GTM functions (Sales, Marketing, Product, Partners, Finance). Establish governance, taxonomy, and definitions for win/loss classification (competitive, non-competitive, customer-driven drivers, etc.). Partner with field and central teams to ensure consistent data capture and process adherence across regions and segments. Serve as the central point of accountability for end-to-end program execution and continuous improvement.
Deliver Actionable Competitive Insights: Develop and operationalize a regular cadence of executive-level insights on why we win, why we lose, trends by segment, geography, deal size, selling stage, and route-to-market. Identify compelling actions and events in the selling method that correlate to stage progression or deal closure. Deeply analyze performance against top competitors, identifying patterns in pricing, product gaps, positioning, and execution. Translate insights into clear recommendations and actions for GTM leadership, influencing pricing strategy, sales plays, and product priorities. Partner with Finance and Analytics teams to connect Win/Loss insights to pipeline health, forecast accuracy, and revenue outcomes.
Drive Adoption and Data Quality at Scale: Lead the rollout and adoption of enhanced tools and processes to capture quantitative and qualitative win/loss data at the opportunity level. Improve data completeness, accuracy, and timeliness through clear standards, enforcement mechanisms, and field enablement. Partner with RevOps, Sales Enablement, and IT to embed Win-Loss workflows into CRM and seller processes. Monitor and report on adoption and data quality metrics; drive accountability with field leadership.
Act as a Strategic Business Partner: Operate as a trusted advisor to GTM leadership, bringing forward insights that challenge assumptions and drive better decision-making. Influence cross-functional stakeholders without direct authority, ensuring alignment and execution. Support executive forums (MBRs, QBRs, Board reviews) with clear, concise, and actionable Win-Loss narratives.